VP, NA Sales

Aderant Holdings, Inc.

Job Overview

Location

USA

Job Type

Full-time

Full Job Description

📋 Description

• Own and evolve the North America go-to-market strategy for Aderant’s full portfolio of legal practice management, financial management, business intelligence, and workflow automation solutions. Translate corporate growth objectives into quarterly and annual sales plans that deliver predictable, profitable revenue across new logos, cross-sell, and expansion motions.
• Drive accountability for a $50M+ revenue target by setting clear quotas, territory assignments, and pipeline coverage ratios for a distributed team of Regional Directors, Enterprise Account Executives, and Mid-Market sellers. Maintain a 3–4× pipeline multiple through disciplined forecasting, weekly deal reviews, and data-driven coaching that turns market opportunity into closed-won ARR.
• Cultivate C-suite relationships with AmLaw 100, AmLaw 200, and Fortune 500 corporate legal departments. Act as executive sponsor on strategic deals, leading complex negotiations that span multi-year licensing, SaaS subscriptions, and managed services agreements valued at $1M–$10M+.
• Recruit, onboard, and retain top-tier sales talent across the United States and Canada. Instill a culture of continuous learning through structured enablement, role-based certifications, and individualized development plans that accelerate ramp time and elevate win rates.
• Partner with Marketing to craft vertical-specific messaging, account-based campaigns, and thought-leadership events that position Aderant as the innovation leader in legal tech. Align field feedback to demand-gen priorities, ensuring MQL-to-SQL conversion rates exceed industry benchmarks.
• Collaborate with Customer Success and Professional Services to design seamless land-and-expand playbooks. Champion post-sale adoption targets, health scores, and renewal/expansion forecasts that protect net revenue retention above 110%.
• Provide market intelligence to Product and Engineering by synthesizing win/loss data, competitive threats, and emerging client requirements. Influence roadmap prioritization to ensure new capabilities translate into differentiated value propositions and higher average selling prices.
• Institutionalize operational excellence through Salesforce, Clari, and Tableau dashboards that deliver real-time visibility into pipeline velocity, forecast accuracy, and rep-level productivity. Iterate on sales processes, pricing models, and legal contracting standards to compress sales cycles and improve win probability.
• Represent Aderant at industry conferences, bar association events, and client advisory boards. Serve as a visible thought leader who evangelizes the firm’s vision of modernizing legal operations through cloud, AI, and data analytics.
• Champion diversity, equity, and inclusion within the sales organization by implementing equitable hiring practices, mentorship programs, and recognition frameworks that celebrate varied perspectives and drive higher team performance.

🎯 Requirements

• 12+ years of progressive sales leadership experience, including at least 5 years in a VP or SVP capacity selling complex enterprise SaaS or technology solutions
• Demonstrated track record of exceeding $30M+ annual revenue targets while managing distributed teams across North America
• Deep domain expertise selling into professional services organizations; legal industry experience with AmLaw or Global 100 firms strongly preferred
• Bachelor’s degree required; MBA or equivalent advanced degree preferred
• Executive-level communication, negotiation, and presentation skills with the ability to influence C-suite and board-level stakeholders

🏖️ Benefits

• Fully remote-first culture with flexible work arrangements and quarterly in-person collaboration weeks
• Competitive compensation package including uncapped commission, equity participation, and annual President’s Club recognition trips
• Comprehensive health, dental, vision, and mental-wellness benefits starting day one, plus 401(k) with company match
• Annual professional development stipend of $5,000 for conferences, certifications, and executive coaching

Skills & Technologies

Remote

Degree Required

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Aderant Holdings, Inc.

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About Aderant Holdings, Inc.

Aderant Holdings, Inc. provides legal practice management software for law firms and corporate legal departments worldwide. Its integrated suite covers financial management, time and billing, case management, document management, business intelligence, and compliance. The company serves large, mid-size, and boutique law firms, helping them improve operational efficiency, profitability, and client service. Founded in 1978 and headquartered in Atlanta, Georgia, Aderant supports clients across North America, Europe, and Asia-Pacific through direct offices and a network of resellers.

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